A recap of insightful sessions at the East Coast Gaming Congress in Atlantic City

1. East Coast Gaming Congress 2015:
Conference Takeaways
Created by Alana Levine, Communications Manager

2.  iGaming Institute Keynote Address
 iGaming at 1.5 – Baby Steps?
 Challenges & Opportunities
 Roadmap for the Future
 The Next Generation of Gambling
 Chief Executive Outlook – Session One
Highlighted Sessions:

3. iGaming Institute Keynote Address
“We’re in a new episode of Star Wars – new technology & new players” – Yaniv Sherman
Speakers:
- @brennantom
@EastCoastGaming kicks
off with Yaniv Sherman
with a historic and future
look at iGaming #ecgcigi
@Proactive_RISK
 Yaniv Sherman, Senior Vice President, Head of Business
Development, 888 Holdings

4. iGaming Institute Keynote Address
“We’re in a new episode of Star Wars – new technology & new players” – Yaniv Sherman
Key
positions
and trends:
“The US market is all about commitment” – Yaniv Sherman, 888 Holdings
“The market is a Darwinian one – survival of the fittest” – Yaniv Sherman, 888
Holdings
Facts and
takeaways:
 New Jersey and Delaware are experiencing different growth patterns –
with the absence of sports betting
 Players are more sensitive to online hurdles. Regulation is paramount in
order to funnel unregulated traffic to where it belongs
 In New Jersey, 11 brands are live today and more are expected to
launch soon. The question is profitability and scalability. This can only
be achieved with the regulation of out-of-state play
- @AlanaL_IA of
Income Access
Yaniv Sherman keynote
speaker at #ecgcigi
recaps evolution of US
igaming and operating in
a new episode of
Starwars

5. iGaming at 1.5 – Baby Steps?
The most experienced operators and regulators in US iGaming discuss the current state
of the industry
Moderator:
 Eugene Johnson, Senior Vice President, Spectrum Gaming Group
Speakers:
 Tom Balance, President and COO, Borgata Hotel Casino & Spa
 Mario Galea, Founder and CEO, Random Consulting
 Jim Ryan, Chief Executive Officer, Pala Entertainment
 Rebecca Satterfield, iGaming Project Lead, Delaware Lottery
 Thomas Winter, Vice President, Online Gaming, Landry’s Inc./Golden Nugget

6. iGaming at 1.5 – Baby Steps?
The most experienced operators and regulators in US iGaming discuss the
current state of the industry
Key
positions
and trends:
“Being able to grab onto efficient channels and eliminate the inefficient
channels is key. Efficient advertising will allow companies to grow and
prosper” –Rebecca Satterfield, iGaming Project Lead, Delaware Lottery
“80% of online players are new, and not from brick-and-mortar [casinos].
These are new and pure online customers. They are not the same
demographics. It is not cannibalization” –Thomas Winter, Vice President,
Online Gaming, Landry’s Inc./Golden Nugget
Facts and
takeaways:
 The next expansion phase in the market will be the interactive channel.
It will be a delivery system to electronic device, and it will allow for
multi-channel engagement
 There have been growing pains as the industry matures, particularly in
terms of geo-location and payment methods. However, this is to be
expected in a maturing industry. The millennials will want to enjoy this
market online
 Online is not a strong acquisition instrument, but instead it’s a great
retention and activation tool
- @AlanaL_IA of
Income Access
Winter: Play online to
kill time and to gamble
- different from land
based interests of
having a social
experience #igaming
#ecgcigi

7. Challenges & Opportunities
An expert panel of operators, vendors and player advocates discuss the problems and
potential solutions required to fulfill the promise of legalized iGaming
Moderator:
 Victor Rocha, Owner & Editor, Pechanga.net
Speakers:
 Jon Friedberg, President and CEO, Overlay Gaming
 Joe Pappano, CEO, Vantiv Gaming Solutions
 Kim Little Sutherland, Director, Identity Management, Lexis Nexis
 Dana Takrudtong, Vice President of Sales, GameAccount Network

8. Challenges & Opportunities
An expert panel of operators, vendors and player advocates discuss the problems and
potential solutions required to fulfill the promise of legalized iGaming
Key
positions
and trends:
“Infrastructures need to be in place to marry information already entered. The
ability to use the information across multiple sites and functions. This will be
the balance but will also involve many complexities” – Joe Pappano, CEO,
Vantiv Gaming Solutions
“Operators who are asking for a credit card need to ensure that customers are
comfortable doing so. Social allows customers to get into the game with social
at much less risk. It will get your customers comfortable” – Dana Takrudtong,
Vice President of Sales, GameAccount Network
Facts and
takeaways:
 Geo-location and under-age players have been the two main concerns for
financial institutions. Now, new codes surrounding digital gaming with the
Credit Card companies are in progress. The foundation is being laid
 Unregulated sites are asking for far less information than regulated sites. It is,
however, important to distinguish serious players from casual ones. Serious
players understand the need for serious information and validation IDs
 Players want to interact in a different way, but casinos need to continue to
focus on how to monetize a single experience for a player. The omni-
commerce approach is key
- @AlanaL_IA of
Income Access
Making payment in
and out process easy,
quick, smooth and
reliable key to
increasing results in
regulated #igaming -
@JonFriedberg
#ECGCiGI

9. Roadmap For the Future
Eminent legislators, regulators and legal experts debate the issues and chart the future
Moderator:
 Lynne Levin Kaufman Esq., Partner, Cooper Levenson, Attorneys at Law
Speakers:
 Gideon Bierer, Managing Partner, Partis Solutions
 Honorable John Burzichelli, Deputy Security, New Jersey State Assembly
 Honorable Raymond Lesniak, Senator, New Jersey State Senate
 David Rebuck, Director, New Jersey Division of Gaming Enforcement
 Honorable Jim Waldman, Former Representative, Florida House of
Representatives
 Gil White, Herzog and Neeman, Outside Counsel to 888 Holdings

10. Roadmap for the Future
Eminent legislators, regulators and legal experts debate the issues and chart the
future
Key
positions
and trends:
“The biggest challenge with iGaming in the US is that this is an industry that is still
looked at as being born out of sin. The new world of internet gambling is a world that
is regulated and is regulate-able. Maybe even regulated more than brick and mortar
[casino] gambling.” – Gil White, Herzog and Neeman, Outside counsel to 888
Holdings
“Forward-thinking casinos are not waiting for politics. They are being creative” –
Gideon Bierer, Managing Partner, Partis Solutions
Facts and
takeaways:
 Internet gambling is regulated more efficiently and effectively than land-based
casino operations. It does not cannibalize land-based gambling
 Don’t underestimate the power and interest of the state lotteries in iGaming.
State lotteries are out there moving forward, and will be a very powerful
group in determining the future
 The trick is to have mobile, internet and brick-and-mortar casinos attract
players in a consolidated manner. The challenge is to also join the dots.
Operators need to consolidate their customers
-@gfritschie
"Biggest problem is
Sheldon Adelson"
Lesniak on why NJ has
not become a hub for
iGaming in U.S.
#ecgcigi

11. The Next Generation of Gambling
What will the casino of 2025 look like as gaming, gambling and mobile converge on the
floor?
Moderator:
 William J. Pacrell, III, Partner, Princeton Public Affairs Group
Speakers:
 Jeff Connors, President, Traffic Generation Limited
 David Chang, Chief Marketing Officer, Gamblit Gaming
 Kurt Freedlund, President, Lotto Interactive
 Travis Foley, Executive Vice President, Operations – Americas, BMM Test Labs
 Peter Yesawich, Vice Chairman, MMGY Global

12. The Next Generation of Gambling
What will the casino of 2025 look like as gaming, gambling and mobile converge on
the floor?
Key
positions
and trends:
“You will continually reinvent what you have or you will be left behind. Why people
will come to Atlantic City or Las Vegas in years to come will be drastically different
than today” – Jeff Connors, President, Traffic Generation Limited
“Always design for younger audiences because the old audiences want to be young” –
David Chang, Chief Marketing Officer, Gamblit Gaming
Facts and
takeaways:
 Comfort is an extremely important factor for millennials, and operators need
to create their product with that in mind
 Research shows that millennial behaviours will remain the same in years to
come – they will be social in how they interact with technology
 There is a significant opportunity to have tournaments and skill-based games,
such as E-sports
"Millennials will not
age into our products.
- K. Freedlund
#igaming #ecgcigi”
- @AlanaL_IA of
Income Access

13. Chief Executive Outlook – Session One
The challenges, opportunities, projected expansions, regulatory trends and outlook of
East Coast gaming
Moderator:
 Michael J. Pollock, Managing Director, Spectrum Gaming Group
Speakers:
 Greg Carlin, Chief Executive Officer, Rush Street Gaming
 David S Cordish, Chairman, The Cordish Companies
 Brian Hansberry, President, Delaware North
 Mark Juliano, President, Sands Bethlehem
 Bobby Soper, President, Mohegan Tribal Gaming Authority

14. Chief Executive Outlook – Session One
The challenges, opportunities, projected expansions, regulatory trends and outlook
of East Coast gaming
Key
positions
and trends:
“Instead of thinking like a casino operator, think like a developer” – David S Cordish,
Chairman, The Cordish Companies
“Atlantic City is kind of like Dracula – you can’t kill it” – Mark Juliano, President, Sands
Bethlehem
Facts and
takeaways:
 It’s what you do to complement gaming that makes the resort a destination.
Every resort has the same machines, games and rules. It’s what you do to
complement these games that makes the difference
 The proximity to densely populated markets in New York and New Jersey is
key to success. Casinos are becoming strong regional destinations, not just for
the gambling, but as event centres and places for vacations
 There is a lot of positive movement in Atlantic City. This is evident with
Resorts’ improvement in revenue over the last two years
CEO panel at #ecgcigi
"think like a
developer"
@cordishco #gaming
#casino
- @KGsmindgrapes

15. For more Information, please feel free to email me
via alana@incomeaccess.com
A special thanks to all the amazing speakers,
organizers and attendees!